On this episode of the Traction podcast, I welcome Daniel Saks, Co-Founder & Co-CEO at AppDirect.

As more and more enterprises put employees in the driver’s seat to pick the right tools for their organizations, you need to balance between designing for both end-users and the IT department to stay competitive.

Daniel shares tips on how to transition from a traditional sales-led model to a product-led growth (PLG) model and how that transition helped AppDirect get more enterprise customers.

Specifically, Daniel will discuss:

1:29 - AppDirect's journey from startup to unicorn

5:55 - Pivoting from enterprise sales-led to PLG

10:52 - What PLG means and how companies should think about it

17:05 - Comparing enterprise sales to PLG

24:49 - Key traits for success when transitioning from sales-led to PLG

27:43 - Reducing the friction during transition in an 800-person company

34:02 - An example of a collaborative PLG project at AppDirect and the outcomes it produced

37:20 - Issues that deter collaboration, and solutions to improve collaboration

43:31 - Resources to implement PLG

47:24 - PLG metrics that drive the leading indicators of success

55:00 - Coming up with the price point for your first PLG offering

Learn more at https://tractionconf.io

Connect with Daniel Saks: https://www.linkedin.com/in/danielsaks/

Learn more about AppDirect at https://www.appdirect.com/

This episode is brought to you by:

DuploCloud is a one-stop solution for all your DevOps cloud automation and compliance needs - from infrastructure provisioning and application deployment to security controls, compliance certification, and alerts. Visit https://duplocloud.com. Get two months free access by contacting info@duplocloud.com

Each year the U.S. and Canadian governments provide more than $20 billion in R&D tax credits and innovation incentives to fund businesses. But the application process is cumbersome, prone to costly audits, and receiving the money can take as long as 16 months. Boast automates this process, enabling companies to get more money faster without the paperwork and audit risk. We don’t get paid until you do! Find out if you qualify today at https://Boast.AI.

Launch Academy is one of the top global tech hubs for international entrepreneurs and a designated organization for Canada's Startup Visa. Since 2012, Launch has worked with more than 6,000 entrepreneurs from over 100 countries, of which 300 have grown their startups to seed and Series A stage and raised over $2 billion in funding. To learn more about Launch's programs or the Canadian Startup Visa, visit https://LaunchAcademy.ca

Content Allies helps B2B companies build revenue-generating podcasts. We recommend them to any B2B company that is looking to launch or streamline its podcast production. Learn more at https://contentallies.com

How To Go From Sales-Led to Product-Led To Drive Growth with Daniel Saks, AppDirect

Traction